Negotiation Excellence Audio Cassette
Tapes

Includes Program Book

Negotiations Excellence - For Outside
or Inside Sales Persons

Our 80 page book plus the six-hour program
sound track on a set of audio-cassettes on How
To Increase Your Negotiations Effectiveness.

Featuring:

Introduction To Negotiation:
General negotiation principles, attributes of skilled negotiators are presented
along with the factors affecting success in negotiation. The concept of
finding an agreement that really helps both sides is explored.Negotiation Styles: A variety of
negotiation styles are presented along with the inherent pros and cons of each
style and how best to deal with them. The attendees are given a test to
determine their dominant style.Situation
Analysis: Successful negotiation is based on information and it starts with
analyzing the situation. Studying the other party from a number of vantage
points is crucial in determining how to deal with them. The concept of a
"Preferred Supplier" is presented and discussed and attendees are
provided techniques to determine if there is one and what to do about it.
Attendees learn the importance of understanding what
motivates the other party, identifying who the decision makers are and how to
evaluate the
competitive situation.Negotiation Leverage: A look at
different types of leverage and how to identify who has the leverage in a
negotiation. Techniques to improve your leverage are presented.Goals And Expectations: The
importance of having a high aspiration level is discussed and methods are presented to help
evaluate the value your solution provides so that you will develop proper goals and expectations.Validating Your View:
The best persuasion is "proof". We show how to use
statistics, government reports, Internet sites, printed documents and other information to
support your position. Exchanging Information:
This section deals with what
information to get and how to get it. Techniques such as informal
pre-meetings, phone calls and social get-togethers are discussed. Specific questions are presented and
other information gathering techniques are discussed. Tactics and Countermeasures: A
long list of the tactics employed by a wide variety of negotiators and the best
ways to deal with them. This provides attendees a laundry list of methods
they can select from to deal with "other parties".Making Concessions: Alternative
opening values are discussed and a variety of concession strategies and patterns
are presented and discussed. The whole negotiation "numbers
exchange" process is diagramed with a variety of alternatives analyzed.Getting Commitment:
Agreement is not necessarily commitment. Getting commitment can be as
tricky as exchanging information. We present practical techniques for
taking an agreement to an enforceable and measurable conclusion.
Cultural Differences:
Here we help to understand how the different cultures approach negotiations. Insights
are provided to improve dealings with Asian, Latin, European and other
cultures. Ethical Considerations:
Integrity in negotiations leads to long-term relationships. We present
what
negotiating fairly and in good faith is all about. Selecting The Proper Strategy:
Every negotiation should have an overall guiding theme that helps in deciding
tactics to use and concessions to make. We present several different strategies
and match them to different negotiation
scenarios. Developing The Plan To Implement Your
Strategy: Once you have the strategy defined a detailed plan must be
developed to implement the strategy. We provide a skeletal worksheet to
prepare yourself for "Negotiation Excellence".

Speaker: JOHN MITCHELL is an interesting and
entertaining speaker and president of Mitchell Selling Dynamics, Inc. He has made
presentations to audiences of over 10,000 people from companies including: Eaton Corp,
Carboloy, Norton, Parker Hannifin, W.W. Grainger, General Electric, J&L Industrial Supply, TRW, Pratt & Whitney,
Caterpillar and many more.